...The study on employee behaviour towards sales incentive and performance help the organisation to craft sustainable sales incentive programme. Whenever management introduces the sales incentive, it will occur additional marketing budget. Therefore, the concern on the cost involved in marketing incentive should come at first before crafting sales incentive. The cost calculation includes the measuring on how sticky the cost involves to setting up the sales incentive programme. The firm can opt either to use the employee as direct sales staff or marketing representative (agent) to market the product. Given that, the firm needs to know the objective they aim to achieve. Once the firm decides, they need to understand what makes the staff motivated...
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...infrastructure development. 2010. Nr. 5 (24). Research papers. CRITICAL ISSUES FOR COMPENSATION AND INCENTIVES MANAGEMENT: THEORETICAL APPROACH Ramunė Čiarnienė, Milita Vienažindienė Kaunas University of Technology, Vilnius Co-operative College For most people, pay is a primary reason for working. Indeed, compensation is at the core of any employment exchange, and it serves as a defining characteristic of any employment relationship. The study focuses on critical points of compensation and incentives management. The fundamentals of a good incentive program include the elements of vision, potential, communication and motivation and can be realized if incentive promises are fulfilled – by both employer and employee. The aim of the paper is to identify the most important attributes of compensation and incentives management. Research method is the analysis and synthesis of scientific literature, logical, comparative and graphic representation. On the base of analysis, authors of this paper present the model of incentive system for positive employee attitudes and behaviors. Keywords: compensation, employees, incentives, management. Introduction Compensation refers to all forms of financial returns and tangible services and benefits employees receive as part of an employment relationship. Pay may be received directly in the form of cash (e.g., wages, merit increases, incentives, cost of living adjustments) or indirectly through benefits and services (e. g., pensions, health insurance...
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...Lincoln Electric, a company started over a century ago by John Lincoln had grown from a small electric motor company into the worldwide leader in welding consumables and other innovative products. It's success is attributed to dynamic and innovative products coupled with leadership based on shared-knowledge and adaptable incentive plans for it's employees. These incentive plans included company stock offerings, stock bonuses, good salaries, paid vacation, and guaranteed jobs. The incentives were believed to have contributed to the incredible success of the organization, and could be utilized as a model to their international operations.. Though Lincoln had a string of international success in their Canadian, Australian, and French operation,they were failing to realize profits internationally despite having rapid sales growth. Their balance sheet took a major hit as their debt began to climb, and were beginning to run low on cash. There were a number of causes to this failed policy. Just to name a few, acquisitions, management, and a poor business environment. As a result of their acquisitions, they were entering new markets that had poor labor management, unions, and low productivity. The management was dislocated abroad, and local management was highly inadequate. Secondly, the business environment was also poor. They were in the middle of a global recession, and the market was overpriced for companies. They would eventually learn from their mistakes, raise...
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...system and strategy design and implementation, had a major negative aspect that they did not focus on specific performance objectives. The incentive program which Alliston have set for their employees did not have any objectives for their production and performance tasks. The purpose of their incentive plan was to focus and align the organization by communicating and rewarding the achievement of company goals. In my view, Alliston Instruments should have implemented a compensation mix strategy. It would have allowed them substantial portion of compensation to be allocated to short-term incentives and long-term equity incentive, i.e., percentage of pay allocated between base pay and short-term incentive and long-term equity incentive pay. The base salary of the employees should have based on external market data, internal equity value, and performance of the company and in the end an individual performance. In terms of short term incentive Plans Company should have criteria in which the overall performance of an employee should be measured on different tasks and should set up minimum performance targets. This way employee would work hard and will not compromise with the quality of the products. In return, the short term incentive plans varies company to company, however the minimum incentive plans generally comprises 10-20% of the base of total direct compensation. Based on my study I recommend that Alliston should also introduce the annual incentive plans, the...
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...Importance of alignment [300 words]: The role of incentives in securing execution Employees are the agents of the firm’s owners since they take actions or make decisions that impact the payoff to the owners. The difficulties in the agent-principal relationships arise when the objectives of principal and agent are different and the actions taken by the agent or the information possessed by the agent are hard to observe. Employees care about the job in terms of the value the job generates for themselves. Thus providing the right incentives to employees would secure execution of the firm’s plans to meet the firm’s objectives. There are financial and non-financial incentives. Non- financial incentives are social and moral incentives. Which incentives are appropriate depends on the objective of the company. Since motivation comes from within the employees, the personality, needs and interest of each employee determine the right incentives that will influence employees to self motivate and produce the best work possible that will contribute to the firm meeting its objectives. Reward and recognition is concerned with the range of practices an organisation undertakes (financial and non-financial) to compensate employees, maximise employee engagement and encourage behaviours that lead to organisational success. A good reward and recognition system should motivate employees while aligning their goals with those of the organisation. Such a system involves balancing employee remuneration...
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...Question 3 COLA (Cost of Living adjustments): Ha Answer | | are tied to changes in the price of consumer goods. | | | are part of seniority pay systems. | | | reward employees based upon the achievement of individual goals. | | | are offered as a type of merit pay. | Question 4 __________ is the term used to describe both the monetary and nonmonetary rewards an employee receives. Ha Answer | | Extrinsic compensation | | | Salary | | | Discretionary benefits | | | Strategic compensation | | | | Question 5 __________ focuses on gaining competitive advantage by being the lowest-cost producer of a good or service within the market place. MA Answer | | Differentiation strategy | | | Cost leadership strategy | | | Competitive strategy | | | Core compensation | Question 6 List and explain the five different stakeholders of a company’s compensation system. Son There are five different stakeholders of a company compensation system and the human resource department provides them within and outside the companies. They are as follow: Employees, line managers, executives, unions, and US government. Stakeholders is performance-based compensation that focuses everyone in an organization on long-term while providing unlimited compensation opportunities for those who make it happen. This will create a strategic planning and compensation in an organization. Employees, are an important...
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...Compensation and Benefits Strategies Recommendations for Landslide Limousines Team A HRM531 November 10, 2014 Instructor Foy Wallace, III Compensation and Benefits Strategies Introduction to the assignment for the week. Recommendations for Landslide Limousines As we put this paper together, let’s make sure we cover all the requirements: • Conduct a market evaluation by researching what companies in the relevant market are providing to employees from a total compensation perspective. • Recommend a compensation structure. • Recommend the position in the market. • Create a total compensation and benefits strategy. • Consider the use of performance incentives and merit pay to recognize and engage employees. • Identify laws related to the benefits and pay program. A. Cody – Comparable to other businesses in the Area (what should the client choose as a benefit package)? Austin, TX average salary for a driver with experience is 38k. Other services are hiring in new drivers with clean credentials for $15 an hour plus tips. Austin drivers make about 6% less then the national median. This data was collected from indeed.com B. Patricia – Depending on the location check the Market or Strategy to see if it will work there. Landslide Limousine must take a close look at all competitors before building...
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...in that variation is the healthcare setting itself. Another key determinant is the design of the pay for performance incentive, such as what aspect of performance is awarded, as well as the size of the reward. Studies have also shown that public reporting initiatives, or requiring hospitals and physicians to provide data on their own performance, have been effective in reducing preventable injuries in the hospital setting. (Leake 2010) There are two types of pay-for-performance initiatives that have been implemented in recent years: processed-based performance measures and outcome-based performance measures. Processed-based performance measures indicate whether protocols were followed in specific situations. For instance, whether or not patients with acute myocardial infarction received aspirin upon arrival to the emergency department is a process-based measure. Outcome-based performance, however, is measured based on patient outcomes, mortality rates, for example. Studies have shown that patients gain the most value from pay-for-performance initiatives in the hospital setting. The two main studies corroborating this claim are Maryland’s Quality-Based Reimbursement Program (QBRP) and the Center for Medicaid and Medicare Services’ study entitled High Quality Incentive Demonstration (HQID). In 2008, Maryland launched its QBRP, which provided financial incentives (both rewards and penalties) to Maryland hospitals in an attempt to encourage improvements in...
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...Student’s Name Name Institution Memorandum To: mayor of riverside city in the Inland empire. From: resident of riverside city Date: 1st May 2013 Ref: proposed business attraction strategies for riverside city that would appease the local chamber of commerce. It has come to our knowledge and understanding that the local government needs to do more so as to attract new business to our city. It is evident that in order to appease the chamber, the local government needs to develop business attraction strategies. The attraction strategies formulated aim at making the city more aggressive compared to other cities when it comes to its recruitment activities. With this at hand, I propose 4 business attraction strategy activities that would make our city attractive and at also have a positive impact on the local treasury. One activity that the local government can engage in so as to attract new businesses is the provision of both financial and non financial incentives. Such incentives should be targeted to the needs of new recruiting businesses. For example, offering tax incentives and exemptions to strategic businesses, which promote the town’s economic growth. Secondly, the local government can reduce the utility rates for businesses as it would help spur economic growth of the city. The reduction of rates on electricity and water will also give a reason for those...
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...Memo To: Harrison Corporation From: Date: October 25, 2010 Re: Recruitment and Selection Strategy/Rewards and Compensation Memo Introduction Harrison Corporation is a global leader in producing office supplies with plans to expand the business to Central America. The global aspect of the organization stands on its foundation of providing excellent customer service, which does not always come easy. Providing excellent customer service as an organization entails excellent customer service skills at the individual level of all personnel, senior and new employees alike. To continue building on the factor of providing excellent customer service, this memorandum will outline certain key aspects including key qualifications for personnel and a proposed recruitment strategy. In addition, this memorandum reviews how candidates will be attracted to join the Harrison Corporation, how the selection process will be handled, and any incentives offered to promote excellent productivity and customer service. Key Qualifications In any organization, hiring the proper personnel ensures common goals are carried out to full potential and prevents many unnecessary problems. Staffing an organization involves more than simply hiring any applicant. When selecting the right personnel, there are key qualifications that must be present. The following will discuss key qualifications for a person filling the Customer Service Specialist (CSS) position. Customer service is an integral...
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...you have been asked to evaluate different compensation strategies that are available for adoption within your organization. Compare and contrast at least three compensation strategies and determine recommendations for how they may be implemented within your organization. Name: Henry Rivera I.D. #: 000318961 Reference Title Finding #1 Godfrey, W. (2013, January). Compensation Strategy for Success. Prezi. Retrieved from http://prezi.com/j9k9_m_2qiwn/compensation-strategies-for-success/ Sager, Suzanne. (2011, September). Merit Pay Most Often Used in Compensation in Public and Academic Librarians. Library Worklife. Retrieved from http://ala-apa.org/newsletter/2011/09/01/merit-pay-most-often-used-in-compensation-for-public-and-academic-librarians/ Ojimba, E. (2004, November 15). Salary Basics – Developing a Strong Compensation Strategy. Salary.com for Business. Retrieved from http://www.salary.com/Small-Business-Advice/advice.asp?part=par410 Finding #2 McGladrey. (2011). Lessons from Recession Increasing Focus on Incentive Compensation Programs. Retrieved from http://mcgladrey.com/Perspective/Lessons-from-recession-increasing-focus-on-incentive-compensation-programs University of Wisconsin – Green Bay. (2013, April 9). Compensation Philosophy. Retrieved from http://www.uwgb.edu/hr/documents/CompPhilosophy0401.pdf Finding #3 Gerhart, B., Milkovich, G.T., & Newman, J.M. (n.d.). Compensation Strategy. Answer, McGraw Hill. Retrieved from http://mhanswers-auth...
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...Compensation and Benefits Strategies Recommendations Dave Tauala, David Cosme, Luana Pa'ahana, Rolly Alvarado, Sharon Losalio HRM/531 May 28, 2014 Arlis Liu Compensation and Benefits Strategies Recommendations A competitive and affordable total rewards system will not be effective if potential employees do not know what benefits are available. Communication of the package is just as important as the package itself. Employees tend to perceive the value of competitive benefits as excessive costs versus value (Cascio, 2013). The intent in the design of compensation programs is to incorporate salary and benefits into a package that will achieve Landslide Limousines' organizational goals. The team from Atwood and Allen Consulting put together recommendations for a total rewards package for 25 employees with projected revenue of $50,000 for the first year and a 5% revenue growth over the next two years. Limousine Market Landslide Limousines is a new business entering the marketplace. According to Austin Ground Transportation (n.d.), there are more than 70 limousine services. Landslide Limousines will need to market their service comparable to other limousine businesses. Austin is a tourist destination known for its diverse shops, bars, and restaurants. With today's unpredictable economy, limousine services are feeling the pinch as shuttle buses are gaining more business (Breslow, 2014). Entering the market as a new company, the ability to pay employees will be constrained...
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...CUSTOMER RELATIONSHIP MANAGEMENT (CRM) How much do you know about your customers? Do you know what makes them happy? Mad? Restless? Let's face it…you should. Businesses often operate in ignorance of what their customers like or dislike. To ensure retention, pay attention! | | | | |The Basics: What Customers Love | |To be treated with respect - reach a live voice or person when problems arise | |To feel special - remember their name and job preferences | |To know you are accountable when problems arise | |The ability to reach a live voice or person when problems arise | |To receive lagniappe - a little something extra, for their money's worth | |The Basics: What Customers Hate ...
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...------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- MASTER IN BUSINESS ADMINISTRATION ------------------------------------------------- (GENERAL MANAGEMENT) ------------------------------------------------- ------------------------------------------------- MGT6033: COMPENSATION & BENEFITS MANAGEMENT ------------------------------------------------- ------------------------------------------------- COURSEWORK / ASSIGNMENT I ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- ------------------------------------------------- Prepared By: Lim Chee Seong (IC: 661007-08-6109) ------------------------------------------------- ...
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...Introduction An organization’s behavior determines by culture, structure, leadership, internal and external factors of organization; therefore, the manager must be able to recognize and react to the factors in order to achieve the organization’s goals. Human behavior in the organization is complex and it differs from every individual to another. Organizations face challenges to match the task, manager and subordinate in an efficient and effective way. Manager or Management in the organization should analyze the tasks, required skills and assemble a team that match each other skills; therefore the management can create an enrich and conflict free team which need to perform the job well. This report is based on XYZ Company’s challenges such as declining of Sales, low level of employee morale and low level of motivation. Also other behavioral issues observations such as conflicts in the work place, absenteeism, lack of trust and integrity between the superior and the subordinates, occasional sabotage, high temper people with severe stress. This report is primarily based on the study of the MARS model, type of individual behavior in organizations and ethics and values in the workplace. Also this report contains the solution for the above problem. Literature Review a. MARS Model MARS model is a model explain individual behavior as a result of internal and external factors or influences acting together. The name of the model is an acronym for individual...
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